THE PAUSE

Greetings!

Last week I based my Tip on something I saw on a TV show. Same thing this week. I gotta get a life. 

Ok, so I got hooked last year on the Sopranos on HBO. It was followed last Sunday night by something called "Taxicab Confessions." 

Basically it's hidden cameras and mikes in cabs, and the drivers happen to be exceptional interviewers and listeners, drawing out the bizarre real life stories of people they pick up late at night or early in the morning. 

At first I was amazed what people were saying. Then I realized it wasn't that amazing at all. It's just like what we experience on the phone: people will reveal astounding information if we just shut up long enough to let them. 

ONE OF THE GREATEST TOOLS IN SALES: THE PAUSE

One of the best ways to learn about your prospect or customer is using a pause at two points in your questioning: after you've asked the question, and after the listener has answered. 

Not just a brief pause, but a 2-3 second pause. Here are some of the benefits of this technique. 

1. You won't feel compelled to continue talking after asking the question if you force yourself to pause. People don't always immediately answer, and pausing gives them the opportunity to think a bit. 

2. The number and length of responses will increase. People feel more comfortable when you give them time to frame their answers, which will likely be more comprehensive. 

3. The amount of unsolicited information will increase. By not jumping in immediately after they've answered, they're given a little time to contemplate what they've just said, which may prompt additional comments. 

4. You'll have more time to understand what they've said. Since you know you're going to pause, you can spend all of your listening time focused on the message, not on what you will say next.

5. You'll have more time to formulate your next comment. You can use your pause time to develop your next question or statement, which will be more meaningful, since you'll possess more relevant information. 

ACTION STEP

Force yourself to pause after your question, and after they answer. I've seen reps hold the "mute" button on their phone for a couple of seconds so they restrain themselves. Practice this on the phone and in all areas of your life. You'll find you get more information than you ever have.

QUOTE OF THE WEEK 

"When one person hesitates because he feels inferior, the other is busy making mistakes and becoming superior." Henry C. Link

Go and have your best week ever!

Art

Reprinted with permission from Art Sobczak's "TelE-Sales Hot Tips of the Week."
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